Senior Sales Operations Manager

Outreach is looking for a strategic, results-oriented Senior Sales Operations Manager to join our Revenue Operations team, owning the Sales Operations function for our Enterprise segment and our Sales Development Representative (SDR) organization. You'll partner with leaders across Sales, CX, and Marketing as a trusted advisor and business partner, driving territory design, forecast strategy, and sales process for Outreach's largest and most strategic accounts. This is a high-impact, highly visible individual contributor role reporting to the Director of Sales Operations.

Responsibilities

Territory Design Strategy: Own Enterprise account territory design and ownership strategy; Define key performance metrics, create reports and dashboards to derive insights into the health of the business, identify areas of weakness, and present improvement recommendations to the Enterprise segment leader; Conduct in-depth business analysis of the Enterprise segment and identify growth opportunities. Develop key insights to drive critical business decisions; Drive forecast management excellence to ensure sustained, predictable growth across all business units, and own weekly forecast calls; Demonstrated ability to drive continuous improvement in scalable sales/business processes and deliver results; Strong stakeholder management skills – able to manage upwards effectively and demonstrate confidence in presenting ideas with executive audiences; Own end-to-end SDR operations: process design, workflow optimization, and continuous improvement across prospecting, outbound, and pipeline hand-off motions; Define and manage SDR KPIs and reporting – activity metrics, conversion rates, meetings set/held, pipeline sourced, and quota attainment – with dashboards that give SDR leadership real-time visibility into team health; Partner with SDR leadership to design and launch AI GTM agents and agentic AI workflows that automate prospecting, lead scoring, sequencing, and follow-up, improving rep productivity and pipeline velocity; Identify opportunities to apply AI and automation across the broader GTM motion (segmentation, routing, forecasting, coaching) and drive adoption in partnership with Enablement and RevTech teams; Bring a data-first approach to every conversation with sales leadership: use data to surface insights, test hypotheses, and make recommendations rather than relying on anecdote or intuition; Build scalable processes and playbooks that support a growing SDR org, and partner cross-functionally to ensure SDR-to-AE hand-offs are seamless and measurable

Requirements

7–8+ years of sales operations experience; Sales Ops experience supporting enterprise or global segments; Experience supporting SDR/BDR organizations; Demonstrated experience (or strong interest and aptitude) launching or scaling AI agents, agentic AI, or automation tools within a GTM or revenue operations context; A data-first mindset – genuinely believes in using data for insight generation, and is comfortable challenging sales leadership with data-backed recommendations; Excellent problem solving and analytical skills with the ability to translate complex ideas/data into consumable insights; Pipeline management and forecasting experience; Experience defining and reporting on SDR/BDR KPIs and activity metrics; Strong communication and presentation skills; Solid understanding of the tech industry and the SaaS world and demonstrable knowledge and understanding of sales disciplines; Solid functional understanding of salesforce.com CRM; strong experience with creating and maintaining reports and dashboards; Strong sense of urgency, to take initiative and commitment to see things through toward actionable outcomes and results; Flexible team player, with a bias for action; Ability to balance sharp focus on measurable outcomes with deep and genuine empathy for people, customers, and the business; This is a hands-on position; the ideal candidate must be willing to roll up their sleeves; Bachelor's degree in business, Finance, or relevant field; Advanced Excel knowledge

Nice to have

Knowledge of Outreach, ZoomInfo, LinkedIn Navigator and various AI LLM tool (Claude preferably) is a plus; MBA is a plus

Benefits

Flexible time off; 401k to help you save for the future; Generous medical, dental, and vision coverage for full-time employees and their dependents; A parental leave program that includes options for a paid night nurse, and a gradual return to work; Infertility/assisted reproductive services benefit; Employee referral bonuses; Snacks and beverages in the Office, along with fun events to celebrate; Diversity and inclusion programs that promote employee resource groups